Synopsis

Praise for How to Sell at Margins Higher Than Your Competitor

"This is the complete book for both new and experienced salespeopleand business owners to learn and re-learn the essentials forsuccess. How to Sell at Margins Higher Than Your Competitorsemphasizes the pricing strategies and tactics to increase themarket share and profits of any organization. This is a book thatis as important to presidents as it is to salespeople."--Bill Scales, CEO, Scales Industrial Technologies, Inc.

"As the largest service provider in our industry, we have asignificant market advantage. However, we constantly walk thepricing tightrope because, as this book so clearly states,'business is a game of margins . . . not a game of volume!'"--John K. Harris, CEO, JK Harris & Company, LLC

"If you live and die on price, this book could be your onlylifeline."--Tom Reilly, CSP, author of Value-Added Selling and Crush PriceObjections

"How to Sell at Margins Higher Than Your Competitors successfullyillustrates profitable sales truths to assist us in selling formaximum return. This book's well-researched, logical, and affirmingwords validate the simple fact that as a premium company we deservepremium margins. So, while our competitors reduce or match pricesout of fear and scarcity, our managers, thanks to this powerfulsales tool, can continue quoting and closing with profitableconfidence."--Joe Bracket, President, Power Equipment Company

"I learned a long time ago that it is pretty difficult to controlwhat my competitors will do, but we must control what we do--likemaintaining margins. This book is a 'wow!' that will help mysalesmen crack bad habits. Sales organizations should design theirentire training programs around the content in this book."--George C. Giessing, President, Brusco-Rich, Inc.

"This energizing book is the 'right stuff' for every sales force.It should be a required study for every executive and salesprofessional who seeks to be successful."--David R. Little, Chairman and CEO, DXP Enterprises, Inc.